Smart calling : eliminate the fear, failure, and rejection from cold calling /
Sobczak, Art.
Hoboken, N.J. : Wiley,
c2010.
Includes index.
Cold calling is dumb, but prospecting is necessary : smart calling is the answer -- Creating your possible value proposition -- Intelligence gathering : making your calls smart -- Using social engineering to gather intelligence -- Setting smart call objectives, and never being rejected again -- More smart ideas for prior to your call -- How to be smart with voice mail -- Working with screeners, gatekeepers, and assistants -- Opening statements : what to avoid to minimize resistance -- Creating interest with your smart call opening statements -- Handling early resistance on your smart calls -- Using smart questions -- The more important side of the question : listening -- Recommending the next step -- Getting commitment for the next action -- Wrapping up calls, and setting up the next action -- How to sound smart : effective telephone communication -- Getting and staying motivated -- More smart calling success tips -- Smart call makeovers and case studies.
Telephone selling.
Telemarketing.